Mel Feller Builds Winning Real Estate Teams
•
0 likes•20 views
The document discusses building a winning real estate team. It notes that while agency leaders may have been good salespeople, their focus should shift to finding and developing new people. Making a few sales oneself each month limits growth, but training salespeople can earn the agency much more over time. The key is for leaders to understand their strengths and weaknesses, and build a team that complements them.
Recommended
Recommended
More Related Content
What's hot
What's hot (20)
Similar to Mel Feller Builds Winning Real Estate Teams
Similar to Mel Feller Builds Winning Real Estate Teams (20)
More from Mel Feller
More from Mel Feller (20)
Recently uploaded
Recently uploaded (14)
Mel Feller Builds Winning Real Estate Teams
- 1. Mel Feller Looks at Building a Winning Team in Real Estate If you are like many agency leaders, you probably began your career in Sales. In addition, the fact that you now own your own agency means that more likely you were good at it. This ability is actually a two-edged sword. On one hand, you have the ability to train your salespeople and, if you can make them even seventy percent as good as you can, you would be very happy. Well, that is what most leaders say. However, there is a downside: while you are trying to get your salespeople ‘up to speed’ there are bills to pay, and often the salespeople you have are not making sufficient sales to do it. So what does a great salesperson do when sales have to be made? He or she goes out and makes sales. In addition, this is precisely what too many agency leaders do. Nevertheless, if you, the agency owner, has to make the sales in order to cover basic expenses, this means that your Sales Department is not profitable. As a salesperson, your focus was on making sales. However, as an agency leader, you need a new focus: FINDING AND DEVELOPING PEOPLE How do you develop this new focus? Do to yourself what you learned to do with clients: show the benefit. Without doubt, you, the agency leader, could go out and make four or five sales this month. Each time you make a sale, you earn a fee of, say, $10,000 for your agency. However, how many times can you do this each month? Four? Five? Six? There is a limit to what one person can do. Mel Feller Looks at Building a Winning Team
- 2. If one sale of residential property makes you $10,000, let us compare what would happen if you developed a new focus and instead ‘sold’ one potential winner on joining your agency. I call this a ‘Winner Sale’. Could you train one salesperson to make four sales a month? Once you got that person ‘up to speed’, could you then train another? See where this is heading: each salesperson you train brings into the agency $480,000 per year. Therefore: One residential sale you make yourself earns you $10,000. One ‘Winner Sale’ earns you $480,000. The key is knowing your strength. It is not about what type of person you are, it is about knowing what type of person you are. The one essential characteristic that makes a successful entrepreneur is a capacity for introspection. The entrepreneur who succeeds is the one who truly knows his or her own strengths, and builds a business around them. Everyone of us isa geniusat something.Everyone of usisa potential entrepreneur.The keyisto understandwhere yourgreatesttalentlies,andfigure outhow tobuildabusinessaroundit. You do needtobe aware of,and openabout,yourweaknesses.Whenyouknow where youwill need support,youcan buildyourteamaccordingly.Donot hire people whoare justlike you.Instead,bringin people whocomplementyourskillsbyexcellingwhere youstruggle.If youfail todothis,you will endup spendingalotof yourtime workinginyourweakareas,experiencingatonof stressin day-to-day operationsasa result. It isan easytrap tofall into.Asyour businessgrows,itisnotlongbefore youare drawnintofighting firesoutside of yourspecialty.If youdonot trust yourteam, eitherbecause youdidnothire the right typesof people tosupportyouor because youhave notlearnedhow to getout of the way, itcauses everyone stress.The businesswillnotperformuptopotential.
- 3. Weaknessdoesnothave tobe an obstacle tosuccess.Everyentrepreneurhasmany.There are all kinds of people inthisworld,eachwithadifferentsetof strengths.Sowhatdoyou think, Are youan entrepreneur?If youhave a deepcapacityforintrospection,youare off toa great start. The keyis to understandyourownpersonal genius,planyourbusinessarounditandbringin people whocancover your blindspots. WhyMel Feller Mel Fellerisabusinesscoachwhohelps individual’s make the transitionfromfull-time employeeto successful entrepreneur. A grandfathernow, Mel Fellerstartedhiscoachingbusinessin 1990 to help otherparents,employeesandindividual entrepreneurs deal withthe sometimes-overwhelming prospectof startinga newbusinesswhilestillrunningahousehold ora job. Prior to raisinghisfamily, as a single father, Mel Fellerspentovertwodecades asTopProducingReal Estate Agent,corporate trainerand workshopleaderandChief of Staff toa UnitedStatesSenator.Today Mel Felleroffersawide range of programsand services - fromindividualcoaching,toseminarsandkeynotespeeches. To contact Mel Feller,please visithiswebsite http://www.melfellersuccessstories.com Mel understandshowtohelppeoplecreate momentumforchange intheirlife andhow tobreak throughthe barriersholdingthemback. He isa big believerintakingconcrete stepsforwardeveryday. Mel wasstuck andmore thanonce andso he knowsfirsthandhow hardit can be to change yourlife to pursue yourdreams,buthe islivingproof thatitcan be done. It ishismissiontohelpyougetintothe life you dreamabout,to convince youthat youcan make a livingdoingwhatit isyou wantto be doing,to helpyoufeel like youare livingyourpurpose and incongruencywithyourvalues. “Truth telling,honesty,andcandor:Ilovedyou Mel Feller!Youhave somuchenergyand knowledge!Itrulyhope Iget anotheropportunitytobe coachedbyyou.I see myself alittle clearernow, and it’snotso bad.” Lisa Mathews “Mel Felleryouaddedmore value thanwe canpossiblysee rightnow.Mel Feller,youare warm, inviting,andaccommodating.Thankyouforcomingalongside usinthistransition!” VanessaCavanaugh Mel Feller
- 4. “Mel Fellerthe besteducationsessionthatwe have attendedinmanyyears!Thankyousomuch — I am veryexcitedtoputeverythingyouhave taughtusintopractice!” Michael Randolph “Mr. Mel Feller,Thankyou,thankyou, thankyoufor givinga marvelouskeynote atourSymposium! While we have notyetcollectedthe official feedback,the unofficialfeedbackwasthatYou Were a Hit! I heardnothingbutcomplimentsregardingyourpresentations.Thankyouformakingsucha positive impacton our attendees!” Lyle CunninghamVP "Mel Felleruseshishumor,compassion,anddirectnature tohelpbringoutthe bestinme.Mel Felleris committedtohelpingme live...Imean,reallylive,life toitsfullest." Jose Rodriguez Mel FellerLinks https://www.instagram.com/mel.feller https://ourmrmel.tumblr.com/ https://www.pinterest.com/cfs360/ https://twitter.com/melfeller/following https://wordpress.com/page/melfellerinternetbusinessinnovations.wordpress.com https://dribbble.com/melfeller https://biggerpockets.com/forums/79/topics/49008-larry-goins-bootcamp